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1、Unit 11 AgencyPart One Warm-up Whats agency?Discuss this question with your partners in groups.Key to the Question in Warm-upAn agency is a business that provides a service on behalf of other businesses.In other words,it is a business or an organization that provides a particular service especially

2、on behalf of other businesses or organizationsPart Two Situational DialoguesDialogue 1 renew rinju v.續(xù)簽續(xù)簽,繼續(xù)繼續(xù);重新開始重新開始 Larrys landlord threatened not to renew his lease.拉里的房東威脅說不再讓他續(xù)租。When the two men met again after the war they renewed their friendship.當(dāng)這兩個(gè)男人戰(zhàn)后重逢時(shí)，他們恢復(fù)了友誼。distributorship distribj

3、ut,ip n.分銷權(quán)分銷權(quán),經(jīng)銷經(jīng)銷(商商)distributorship contract 經(jīng)銷合同 distributorship certificate 經(jīng)銷權(quán)授權(quán)書 exclusive distributorship 獨(dú)家經(jīng)銷quota kwot n.定額定額 above quota 超額 export quota 出口配額，輸出限額 import quota 輸入限額 production quota 生產(chǎn)指標(biāo) sales quota 目標(biāo)銷售額 The production group has overfulfilled the quota today.今天，這個(gè)生產(chǎn)小組超額完成

4、了定額。Part Two Situational DialoguesDialogue 2CIF=Cost Insurance and Freight 到岸價(jià)到岸價(jià) I have to remind you that our terms are CIF Shanghai.我不得不提醒你我們的條款是上海的到岸價(jià)格。We shall effect the insurance of the goods for 110%of their CIF value.我方將按照貨物到岸價(jià)金額的110%對(duì)這批貨物進(jìn)行投保。draft contract 合同草案合同草案 Please go through the d

5、raft contract and make sure everything is all right.請(qǐng)把合同草案過一遍，看有什么問題。After studying your draft contract,we found it necessary to make a few changes.在研究了貴方草擬的合同之后，我方發(fā)現(xiàn)有幾處有必要更改。Part Two Situational DialoguesDialogue 3occupancy kjpnsi n.占有率占有率 market occupancy 市場(chǎng)占有 human occupancy 人口密度 Hotel occupancy

6、has been as low as 40%.酒店入住率已低至40%。commission kmin n.傭金傭金 He took his commission out before turning in the rest of the money.他扣除自己的傭金后上繳余款。However,as an encouragement for businesses,we will allow you a 3%commission.然而，作為一種貿(mào)易獎(jiǎng)勵(lì)，我們可以給您3%的傭金。reward riwd n.報(bào)酬報(bào)酬 The firm last night offered a$10,000 rewar

7、d for information leading to the conviction of the killer.這家公司昨晚對(duì)能將兇手定罪的信息懸賞1萬美元。Make the extra effort to impress the buyer and you will be rewarded with a quicker sale at a better price.格外賣力地給買主一個(gè)好印象，你的回報(bào)是：用更佳的價(jià)格更快地賣掉商品。Part Three Classroom ActivitiesActivity 1 One of your customers would like to b

8、e your sole agent in Canada,but you think his annual turnover is too conservative to be a sole agent.How do you talk him over to increase the turnover?Make a dialogue in pairs according to the given situation.Sample dialogue(part 1)A:One of the reasons for my visit here is to sign a sole agency agre

9、ement with you on this item for a period of three years.As it is to our mutual interest and profit,Im sure youll have no objection to it.B:We know you have local knowledge and good connections.But,the demand for this item in your market is quite substantial.According to our records,the total amount

10、of your orders last year was moderate,which does not warrant an agency appointment.Unless you increase the turnover we can hardly appoint you as our sole agent.A:Ill come to that.My proposal is:PC pumps of all models,700,000 pieces annually within the area of the whole Canadian market.Sample dialogu

11、e(part 2)B:As far as I remember,we sold about 500.000 pieces last year to you alone.Dont you think this annual turnover is rather conservative for a sole agent?A:Well,I admit I always do business on the safe side.B:Our price is the lowest among all similar products,and.with the sole agency in your h

12、and,there will be no competition and you could easily control the market,which would naturally result in bigger sales.Your market still has great potential.I believe.A:Then,could you let me have your proposal?B:Lets put it in this way.I propose a sole agency agreement for PC pumps for a duration of

13、three years.Sample dialogue(part 3)700,000 pieces to be sold in the first year,800,000 pieces in the second year,and 900,000 pieces in the third year.As to the commission,you know that all our agents in this line are getting 4%.But to help you push sales,we could make this an exception and give you

14、5%.A:All right.I agree.When do you expect to sign the agency agreement?B:Tomorrow morning at International Building.A:That will be fine.Activity 2 You customer would like to act as your agent.Now,he is talking with you about this matter.What is the territory to be covered?And what is the rate of com

15、mission?Try to make a dialogue based on the given situation.Sample dialogue(part 1)A:Wed like to know your plan to push the sales of our products,since youd like to act as our agent.You understand that an agent will give us a great help to break into a new market.B:Well,well do a lot of advertising

16、in newspapers and on TV programs.Also well send our salesmen around to promote the sales of your goods.We propose the guaranteed annual amount be 300.000 US dollars for a start.A:What is the territory to be covered?B:You know the territory to be covered is the whole of the US.Sample dialogue(part 2)

17、A:And the rate of commission you want to charge?B:Our commission is quite reasonable.We usually get a 10%commission of the amount on every deal.A:You know,however,that all our agents in this line are getting a 5%commission.B:Our customers are not familiar with your goods,so well have to spend a lot

18、of money in popularizing your products.Since there is sale resistance to overcome at the beginning,you should allow us a 10%commission.Sample dialogue(part 3)A:Our price is worked out according to the cost.A 10%commission means an increase in our price.Well,to help you push sale,we could make this a

19、n exception and give a 6%commission for a trial period of one year.We will send you our catalogues and other promotional materials free of charge.The advertising expense shall be shared between us on 50-50 basis.B:Quite reasonable.We look forward to happy and successful cooperation between us.Activi

20、ty 3 In the product exhibition,one of your customers is expressing his will that he would like to be your sole agent in the southern region.However,you dont think its an appropriate time for you to discuss this issue.How do you turn down this regular customer？Exchange your opinions with your partner

21、s about the questions and then make a dialogue.Sample dialogue(part 1)A:Mr.Peter,I heard that you made several contracts with customers in the exhibition.Congratulations.B:Thank you.Our customers are quite satisfied with your companys computer products.We are considering applying for the sole agent

22、of your computer products in the southern region.A:Thanks for your interest in our products.However,I dont think it is an appropriate time for us to discuss the sole agency.B:Why?Do you suspect our ability in sales?You cannot deny that we successfully promoted your products at this years exhibition.

23、Sample dialogue(part 2)A:I really appreciate your work.So could you tell me whether you have a specific plan to help us take up the market of the southern region?Have you ever estimated the total amount of sales you can achieve in a year?B:We will try our best to promote your products and raise the

24、sales.But we cannot make any promise at least in the beginning.A:We appreciate your willingness.I suggest that you first do some market research and make a detailed promotion plan for our products.Anyway,we can still strengthen business ties without sole agency agreement.B:Thank you.I think this is

25、a good idea.Part Five HomeworkTask 1 German businessman Berg proposes to be an agent for the products of your company.Wang Bin,an assistant manager of the sales department,agrees to take his proposal into consideration.Discuss this situation with your partners and then make a dialogue to show what a

26、nd how you have discussed.Sample dialogue(part 1)Wang Bin:Weve been doing business with each other for seven years and have been quite successful.We expect you have come with even larger orders.Berg:Yes.I do think we can take a step forward.Id like to discuss with you the problem of agency for your

27、products.Wang Bin:Do you mean youre going to act as our agent?Berg:Yes.Your garments have aroused much interest in our market.No doubt we can do better this year.Wang Bin:But the amount of your orders last year was moderate.Sample dialogue(part 2)Berg:Thats true.But we showed an increase After the I

28、nternational Clothing Fair held in Berlin last December,people become so interested in Chinese garments that the demand this year will surely be multiplied.Wang Bin:Do you think it will help much if we appoint a local agent?Berg:Im sure it will,if we are appointed your agent.Your garments are attrac

29、tive,and we,a well-established importer with multiple sales channels,can boost the sales.Wang Bin:Well,we will consider your proposal.Task 2 Alice Chen,a sales representative of a Chinese manufacturer,meets Charles Smith,an Australian importer.Alice Chen offers the sole agency to Charles Smith.Now,t

30、hey talk about the agency for the products.Charles Smith complains that 3%commission is too low.After negotiation,Alice Chen grants him a commission of 4%.Make a dialogue in pairs according to the given situation.Sample dialogue(part 1)S:Miss Chen,what is the commission you are going to give?C:Well

31、pay you a commission of 3%based on the FOB value of all orders placed through you.S:A 3%commission is too low.Is it possible to increase to 5%?You have mentioned just now that some of your products are new to the customers,so it wont be easy for us to introduce them into our market.I think we need s

32、ome fees for sales promotion.C:Promotion fees should be part of your overheads and be taken from your commission.S:There,you should increase our commission!Sample dialogue(part 2)C:A high commission means a high selling price,doesnt it?S:Yes,it does.But it can help us promote sales,which will benefi

33、t you.C:You are tempting me,Mr.Smith.All right,considering our good relationship and future business,we grant you a commission of 4%.We cant go any further.What would you say?S:All right,I agree to it.What if customers in my territory order directly from you?C:Mr.Smith,you will be entitled to the sa

34、me rate of commission.S:That seems fair.Task 3Translate the following sentences from Chinese into English.Key to the CE Exercises（1）Ive come again to renew our sole agency agreement for another two years.（2）But I think the annual sale of 400 pianos for a sole distributorship in Canada is rather cons

35、ervative.（3）We wish to add another clause.For every 50 pieces sold in excess of the quota,well get 1%more in commission for our efforts.（4）We think this market could bear a 5%commission on our invoice value.Thats CIF value.（5）Thirdly,and also finally,to what extent would you help us technically?Key

36、to the CE Exercises（6）Mr.Tom,what is your impression of your visit to our company?（7）They can provide the customers detailed information of the products and can present the operation to the customers.（8）We have been working on this market for more than 50 years.We are more familiar with this market

37、than any other sales companies.（9）As a sole agent,your company may get a considerable amount of commission.If your performance is better than what we expect,we would provide additional reward.（10）You must report to us at least once a month about the market information and customers feedback related

38、to our products.Task 4Translate the following sentences from English into ChineseKey to the EC Exercises（1）您應(yīng)該相信，我們已經(jīng)不遺余力地，并且投入了一大筆資金來推銷你們的產(chǎn)品。（2）作為我們的獨(dú)家經(jīng)銷商，你們既不能經(jīng)銷其他產(chǎn)地的同樣或類似的產(chǎn)品，也不能把我們的商品再出口到你們地區(qū)以外的任何地區(qū)。（3）還有一點(diǎn)，就是每六個(gè)月我們應(yīng)收到一份你們有關(guān)當(dāng)前市場(chǎng)狀況及用戶對(duì)我們產(chǎn)品的意見的詳細(xì)報(bào)告。（4）我們得弄清楚貴公司的設(shè)備中是否有與我們業(yè)已代理的項(xiàng)目重復(fù)的。（5）我們將指定一位技術(shù)代表來培訓(xùn)

39、貴公司指派的負(fù)責(zé)我方設(shè)備的人員。Key to the EC Exercises（6）目前我公司正在尋找合適的代理商以提高我公司產(chǎn)品的銷量、提髙市場(chǎng)占有率。你能闡述一下貴公司如何能幫助我們實(shí)現(xiàn)上述目標(biāo)嗎？（7）我們可以向貴公司提供最新的市場(chǎng)信息，包括市場(chǎng)發(fā)展趨勢(shì)、價(jià)格變動(dòng)、產(chǎn)品更新、包裝要求以及客戶反饋等等。（8）這也是我們申請(qǐng)成為獨(dú)家代理商而不是普通代理商的原因。（9）你們將得到合理的傭金回報(bào)。一般情況下是本地市場(chǎng)發(fā)票價(jià)格的17%。（10）我們可使貴公司的產(chǎn)品成為最適合本地市場(chǎng)的產(chǎn)品，這樣貴公司產(chǎn)品的銷量和市場(chǎng)占有率均會(huì)提髙。Task 5Complete the sentences based

40、 on what you have learnedKey to Task 5（1）You have done very well in fulfilling the agreement.（2）What annual quantity would you suggest for the new agreement then?（3）Ive brought it with me.Ill put it forward when we talk with the manufacturers tomorrow.（4）Are you still interested in representing us i

41、n China?（5）Whats the extent of the agency,sole agency or average agency?Key to Task 5（6）Ill arrange another meeting with you when your draft contract is ready.（7）We are clear this is the common practice of sole agent.We can assure that.（8）As the sole agent,you need to endeavor to promote our products.However,the price should be negotiated with us and you must follow our final decision.（9）We are holding a discreet attitude towards the business.（10）I am satisfied with the commission.We are looking forward to cooperating with your company.Thanks for Your Attention!